The National Accounts Channel Manager will drive growth by supporting the distributor's sales team, managing relationships, and ensuring successful execution of complex deals.
About Avive:
Avive Solutions, Inc. (https://avive.life) is a growth stage Automated External Defibrillator (AED) company with a connected response system that is rapidly gaining market share. We are a mission driven team that is quite literally saving lives. Sudden Cardiac Arrest (SCA) is a leading cause of death in the United States, and we are on a mission to change that! We are a dynamic organization that builds elegant, creative solutions to solve complex problems. Ultimately, our mission is for all cardiac arrest victims to have rapid access to life-saving defibrillation.
Avive is taking a fresh approach to addressing this decades-old problem by innovating AED technology, coupled with a first-of-its-kind software platform solution to enable a quicker and more streamlined response to SCA emergencies. We believe that this unique combination of deploying advanced – yet still accessible – hardware, and software, has the potential to revolutionize out-of-hospital cardiac arrest response and massively impact SCA survival rates.
Check out this short video that shows a glimpse of how our team is working to re-think cardiac arrest response and save lives! https://www.youtube.com/watch?v=2p4zfOWo62E
Learn more about working at Avive: https://avive.life/careers/
About the Role:
We’re looking for a National Account Channel Manager to drive enterprise growth through our distribution channel by directly supporting and influencing their National Sales organization. This role blends enterprise sales expertise with channel fluency—acting as a subject matter expert, deal strategist, and closer across partner-led opportunities. This role operates as an embedded commercial partner—working within the distributor’s enterprise motion to ensure consistent inclusion, strong positioning, and successful execution of large, complex opportunities. This individual will partner closely with internal Enterprise and Distribution leadership but will personally own day-to-day execution, deal influence, and pipeline development within the national account sales team of the distributor.
*Candidates must reside in the US and will be expected to travel throughout the country.
What You'll Do:
- Including, but not limited to:
- Partner directly with the distributor’s National Account team on strategic opportunities from early-stage through close
- Responsible for the training of the National Account team
- Ensure our solution is positioned effectively in large, complex deals
- Serve as a product and solution expert in customer-facing engagements
- Support RFP/RFI responses, customer presentations, and solution positioning
- Build and manage a joint pipeline view with the distributor’s national account team
- Identify target accounts and whitespace opportunities across enterprise segments
- Drive consistent inclusion in qualified opportunities through active engagement with sellers
- Track and report on pipeline influence and progression
- Deliver targeted enablement to distributor enterprise reps:
- Product positioning
- Use cases
- Competitive differentiation
- Reinforce enablement through deal participation and real-time coaching
- Equip reps with practical tools that drive adoption in opportunities
- Deliver targeted enablement to distributor enterprise reps:
- Product positioning
- Use cases
- Competitive differentiation
- Reinforce enablement through deal participation and real-time coaching
- Equip reps with practical tools that drive adoption in opportunities
- Partner with: Enterprise Leadership (strategy, deal alignment, channel conflict) & Distribution Leadership (partner coordination, where necessary)
- Provide field intelligence on: Deal feedback, Competitive insights, & Barriers to entry
- Ensure alignment between direct sales efforts and partner-led strategies
- Build strong relationships with:
- Distributor national account sellers
- Regional and vertical leaders
- Key internal stakeholders
- Establish credibility as a trusted, go-to partner within the distributor organization
Deal Support & Influence
Pipeline Development Within the Distributor
Field-Level Enablement & Activation
Field-Level Enablement & Activation
Internal Alignment & Execution
Relationship Development
Required Skills & Experience:
- 7+ years of experience in enterprise sales, strategic accounts or enterprise channel sales
- Proven track record of supporting or closing complex, multi-stakeholder deals
- Experience working with large distributors or indirect sales models
- Experience working alongside field sales teams (e.g., NAMs, Strategic Account Executives)
- Proven ability to support and influence complex enterprise deals
- Executive presence with strong communication and presentation skills
Key Skills & Competencies
- Enterprise deal support and execution
- Influence without authority
- Pipeline management and opportunity identification
- Strong communication and field engagement
- High ownership and accountability mindset
- Entrapreneurial at heart, Full responsibility of your own success
Equal Employment Opportunity
It is the policy of the company to provide equal employment opportunity to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, the company will provide reasonable accommodations for qualified individuals with disabilities.
NOTE: This Job Description in no way states or implies that these are the only duties or functions to be performed by the incumbent. Personnel are required to follow any other job-related instructions and to perform any other job-related duties/functions requested by their supervisor.
Anticipated Travel: ~30%
Anticipated OTE: $200,000
Avive Solutions Brisbane, California, USA Office
Brisbane is a small, charming enclave between SF and South SF nestled at the foot of San Bruno Mountain. It's close to SFO and the City, and can be accessed by a free shuttle to/from Caltrain & BART. There are several local restaurants to choose from.
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